freight contract

How to get — and keep — the contract

Success in hauling with your own authority often requires negotiating contracts directly with shippers and keeping those contracts when bigger competitors come prowling. The father-son operation of John and Erick (pictured) Engbarth learned this by experience. Erick makes regular hauls from North Carolina to California loaded with plastics and usually carrying motorcycles back. When Engbarth Trucking first bid on a key contract with a N.C. manufacturer, the rate didn’t exactly seal the deal, but the prospect of regular, ...

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